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- Perceptions of Work Group and Managerial Behaviors as Antecedents of a Salesperson's Commitment, Performance, and Turnover
- Theoretically grounded and empirically testable conceptualizations that offer alternative explanations regarding sales force performance and turnover can: (a) enhance understanding regarding these pivotal outcomes, and (b) augment an organization's capability to increase sales and decrease turnover. The study advances one such explanation by conceptualizing and testing a perceptual model that links a salesperson's psychological climate dimensions to organizational commitment, performance, and turnover. The framework the study proposes respecifies the leadership and work group dimensions of psychological climate into four distinct perceptions (i.e., a salesperson's perceptions regarding the behaviors of work group, sales manager, senior management, and non sales employees in the organization). These climate dimensions are posited to influence positively a salesperson's organizational commitment which consequently influences positively the salesperson's effort and intention to stay with the organization. The proposed outcomes of organizational commitment result in increased performance and decreased turnover. Success beliefs and perceived behavioral control are posited to moderate the relationship between the salesperson's organizational commitment and effort. The study tests the hypothesized relationships on a sample of salespersons belonging to a telecommunications organization utilizing path and hierarchical regression analyses.
- Development and Testing of a Resource-Based Theory of International Entry Mode Choice
- A firm can deploy a variety of arrangements (entry modes) like wholly owned subsidiaries, joint ventures, contracts, and export modes to implement its product market strategies in foreign countries. Each of these arrangements entails decisions about the location of production facilities and/or marketing operations, and the type of ownership of these operations. The choice of an entry mode is of strategic importance to a firm because it can involve investment of substantial amount of resources and has a strong bearing on the firm's marketing mix. Due to its strategic importance, the entry mode choice phenomenon has been extensively researched. In the past, seven major theories have been proposed but none is able to explain the choice from the complete set of entry modes. Thus, there exists a gap between the theory and practice of entry mode choice. This study provides breakthrough on two fronts. First, it develops a new theory of entry mode choice grounded in the resource-based perspective of the firm. The theory posits that the decision to locate its production and/or marketing operations in a country is related to the actualizability of the firm's competitive advantage in that country. However, the ownership decision is related to the sustainability of that advantage. Second, based on this theory, a model is developed which explains entry mode choices from the complete set of entry modes. Mail survey responses of Presidents/CEOs of 163 American firms with international operations support the model. The proposed framework is an effort to fill the gap between theory and practice of entry mode choice. It is expected to make a substantial contribution toward developing a sound theory of international operations of the firm. The framework is broader in scope than the extant theories because it transcends across industries and nationalities of firms.
- An Exploratory Field Study of Adolescent Consumer Behavior: The Family Purchasing Agent
- An exploratory field study was conducted to examine internal and external factors that influence adolescents' consumer behavior when serving as the family purchasing agents. Demographic, lifestyle, and marketing activities were examined to determine the influences that affect whether the adolescent will purchase the preferred family brands or other brands. Participating adolescents were sent by their parents to the grocery store on two separate occasions to purchase four preselected grocery items. The brands purchased were recorded and compared to the preferred brand names provided by the parents. While no statistical significance was found, occasional trends were observed. The analysis indicated that adolescents who experience a pluralistic family communication style will purchase products other than the preferred household brands. Adolescents who are exposed to television and radio tend to deviate more from the preferred family brands more often than do adolescents with less media exposure. Adolescents who work are more likely to go to the grocery store more often for their families than do nonworking adolescents. Also, adolescents seem to possess a price sensitivity to both high and low-involvement grocery items.
- An Empirical Study on the Use of Promotion in Hospitals
- The role of marketing and marketing communication in hospitals has grown in the last decade. The need for hospitals to make careful decisions about their marketing communication efforts is mandated, given the changes taking place in the hospital industry. The purpose of this dissertation was to conduct empirical research to determine whether for-profit and non-profit hospitals perceive and utilize promotion as a marketing strategy element. The two steps taken included: identifying important factors considered by hospital administrators and marketing staff in the development of communication messages designed for patients, hospital staff and medical staff; and testing the factors developed and studying the attitudes of hospital personnel toward promotion using a national sample of hospitals. In phase 1, focus group interviews were conducted in a surrogate for-profit hospital and a surrogate non-profit hospital. In phase 2, an original mail questionnaire was used to collect data from a sample of 80 hospitals. A total of 38 hospitals participated, providing 114 usable responses. Test statistics included content analysis, Chi-Square, Pearson correlation coefficient and Analysis of Variance. The results of the focus group study indicated the practice of marketing in hospitals is in its early growth stages and marketing is viewed as nothing more than advertising and public relations. The results of the mail survey indicated that respondents in small for-profit hospitals with 20 to 30 years of experience as professionals, with key decision making authority, are favorably disposed to marketing and marketing communication. It was also found that respondents in large non-profit hospitals are very positive towards marketing. In contrast, respondents in medium and large for-profit hospitals, who are not directly involved in decision making, tend to be less positive towards marketing. The study serves as a basis for future research which may involve, (1) a larger sample frame, (2) hospitals in inner-city …
- An Exploratory Examination of the Profitability Impact of Quality Dimensions for Consumer Goods and Industrial Capital Goods
- The issue of dimensions of quality has received very little attention in the marketing literature. This dissertation studies the impact selected individual dimensions of quality has on firm performance. The study examined the relation between product, service and image based dimensions of quality and firm performance. The performance measure utilized in this study was a firm's return on investment (ROI). Sample for the study included Strategic Business Units (SBUs) involved in the manufacture of consumer goods and industrial capital goods. A theoretical framework that details performance effects of selected variables was developed. Drawing upon previous research in Marketing, Management, Economics, and Strategic Planning, propositions and hypotheses were developed. The data required to test the hypotheses was obtained from the PIMS data base of the Strategic Planning Institute. Several GLM procedures including ANOVA, ANCOVA, and Multiple Comparison tests, such as SNK, Tukey and Bonferroni, were employed to test the various operational hypothesis. The results show that product and image based dimensions of quality impact RoT differentially for consumer goods and industrial capital goods. The extent of the difference depends on the order of market entry and the product's stage in the product life cycle. On the other hand, service based dimensions of quality did not impact ROI differentially for pioneers and non-pioneers. Similar results was found across stages of the product life cycle.
- International advertising: a content analysis of cross-cultural differences
- This study addresses the question of cross-country standardization of advertising by identifying existing cross-national differences in magazine advertisements. A content analysis of 1,983 advertisements in business, women's and general interest magazines was performed. The sample included 1989 and 1990 magazine issues from the United States, United Kingdom, France, India and South Korea.
- Marketing Strategies for Bed and Breakfast Operations
- The purpose of the study was to determine (a) types of marketing strategies, (b) perceived success of marketing strategies, (c) importance of marketing strategies, (d) amenities offered to consumers, and (e) negatives (problems) in marketing strategies by bed and breakfast owners/operators. A questionnaire to assess areas of concern covered in the research questions was developed. The questionnaire contained closed- and open-ended questions, with nominal, interval, and ratio levels of measurement. The sampling frame included the 1,140 bed and breakfast owners/operators listed in the Texas Hotel Occupancy Tax Accounts Report, first quarter, 1998, as interpreted for this study. A sample of 775 of this population was randomly chosen, using a random numbers table. A response rate of 36% was obtained.
- In-store Event Needs and Technology Use Among Half Price Books Customers
- Half Price Books, Records, Magazines, Inc. (HPB), fills a unique niche by selling a variety of new, used and rare merchandise primarily in their chain of 116 stores in sixteen states and online. The company has noticed increased mobile device use among customers in their stores while sales have declined in recent years. To remain viable HPB is attempting to adapt to market forces in a timely manner while remaining continually interested in growth and innovation. A major part of adapting, growing, and innovating is the adoption and astute utilization of technology in-store and a more complete understanding of their customers’ activities and preferences. The goal is to make Half Price Books a more technologically savvy destination for shopping, community events, and entertainment. One purpose of this study is to give the company a better idea of how customers use technology in searching for merchandise including information searches generated in-store from mobile devices and how customers use the internet to find merchandise prior to and following their experiences in HPB’s stores. Another important purpose is to also determine what kinds of events such as book signings, poetry readings and other special events customers would like to see at Half Price Books, since the company has indicated a strong desire to provide fun and memorable experiences as well as products. The major research aims of this study are (1) To explore how customers use technology in searching for books in relation to two Half Price Books locations in Arlington, Texas and (2) To determine what customers want in terms of in-store events at these same locations.
- Supply Chain Network Evolution: Demand-based Drivers of Interfirm Governance Evolution
- Which form of exchange governance performs better in a dynamic environment? This remains an unanswered question in the transaction cost analysis (TCA) and relational exchange literatures. Some researchers purport that transactional governance provides superior performance by providing firms the flexibility to change suppliers. Others suggest that relational governance leads to superior performance because of the willingness of both parties to adapt. Reviews of TCA have turned up ambivalent empirical findings with regard to the effects of uncertainty despite a track record of strong empirical support for other predictions. Because most of TCA and relational exchange theories' predictions enjoy strong support, this research builds upon these theories to propose a theoretical modeling framework for a dynamic environment in a supply chain network (SCN) setting. This dissertation extends TCA and relational exchange to a dynamic, network environment. It uses the approach of building a simulation in order to study in detail the relationship between key exchange factors and the selection of transactional and relational exchange governance over time. This research effort extended TCA theory with a complex adaptive model of supply chain network governance evolution that attempts to link environmental, network, production, firm and exchange factors in a continuously evolving loop. The proposed framework expands transaction cost analysis' explanatory power. Results partially support past scholarly proposal that uncertainty functions as an antecedent of asset specificity rather than as an independent construct affecting governance outcome dependent upon which form of uncertainty is being considered. The successful simulation of supply chain networks as complex adaptive systems shift the focus from deterministic, confirmatory models of exchange to an exploratory, positive model. Instead of exchange governance as an outcome, it is the catalyst of the evolutionary process.
- [News Clip: Dallas 100]
- Video footage from the KXAS-TV television station in Fort Worth, Texas, covering a news story.
- The Portal to Texas History User Guide Video: Final Report
- This report documents The Portal to Texas History User Guide Video project funded through the 2017 Dean's Innovation Grant. The final report describes The Portal to Texas History User Guide Video project activities, budget, outcomes, best practices, and sustainability.
- [News Script: Furness]
- Script from the WBAP-TV/NBC station in Fort Worth, Texas, relating a news story.
- [News Clip: Television patterns]
- Video footage from the KXAS-TV/NBC station in Fort Worth, Texas, covering a news story about television programming and viewers. This clip begins with b-roll footage of an unidentified man sitting at a desk in his office, laughing, drinking coffee, and talking on the telephone. This man is then interviewed about the cancellation of the news magazine "Inside Area 5," television viewing patterns, the popularity of syndicated programs including reruns of "I Love Lucy," on Channel 11 and "Star Trek" on Channel 39, and the motivation for airing network affiliate produced programming.
- [Email from David Taffet to Evans Harris, May 9, 2011]
- Email from David Taffet to Evans Harris discussing an area of Fort Worth open and marketing towards LGBT families.
- [A Commitment to Fashion]
- A video for the Center for Marketing and Design. This video explains what the program does and how it prepares students for success in all fields of the fashion industry.
- [Joske's Panel]
- A video of an interview with corporate workers from Joske's Department Store for a business class. In the interview/discussion, the workers explain the business and marketing side of the fashion industry.
- [Fashion Collection]
- A video of b-roll for the Center of Marketing and Design video. Clips of clothing in a storage room are included.
- [Azam]
- A video of two interviews for a video about the Center of Marketing and Design at North Texas State University. The first person in this video talks about the different departments that interlock at NTSU to help students that are interested in pursuing a career in the fashion industry. The second interview is with a person from a business that had an intern from NTSU. She talks about how people in this industry need to be multidisciplinary to succeed.
- [Model Shots]
- A video of models posing for a photo shoot.
- [Art Wear]
- A video of an annual fashion show for the North Texas State Center of Marketing and Design. All the outfits showcased on the runway were designed by students in the program.
- [Denton Fashion]
- A video of the introduction for the Center for Marketing and Design video.
- [Demo Tape for University of North Texas]
- A video of clips of Mike Brecker and Mark Murphy performing songs for the North Texas State Jazz Lecture Series. Also included is a promotion to participate in recreational sports and information about the Center for Marketing and Design.
- [Sanger Harris]
- A video of two interviews for a video about the Center of Marketing and Design at North Texas State University. The people in this video talk about the fashion industry on the business side.
- [Jane Stanton]
- A video of Jane Stanton, the executive director of Southwest Apparel Manufacturing Association, discussing the history of the business of apparel and what was happening at that current time in fashion. She also discusses all of the possible career choices in this field.
- [Nancy Cassill]
- A video of an interview with Nancy Cassill for a video about the Center of Marketing and Design at North Texas State University. Nancy talks about her department in the Center of Marketing and Design and how it benefits students wanting to pursue a career in the fashion industry.
- Influence Impacting Female Teenagers' Clothing Interest: a Consumer Socialization Perspective
- Female teenagers have been found to be the most affluent teens according to the Rand Youth Poll's nationwide survey. The survey finds the average weekly income from female teens age 16 to 19 to be $82, with $50 from earnings and the balance from their allowances. Other findings from the survey indicate that adolescent girls receive more than adolescent males in allowance from parents, as mothers understand the need for the female teen to have the income necessary to purchase clothing and cosmetics. Past research studies have attempted to measure the influence sources on teenagers when purchasing clothing by asking teens to rank different influence sources or by asking the teens who accompany them when shopping. The current research study develops a structural equation model that allows for the comparison of the three predominant influence sources identified in the consumer socialization literature, i.e., parental influence, peer influence, and promotional communications sought out by the teen. To test the model, 206 randomly selected female teenagers completed a mail questionnaire regarding the influences on clothing interest. The female teens were all members of a non-denominational youth group, age 13 to 19, living in the North Texas region. The model derived is only the third model in the marketing literature to examine the consumer socialization process, and the first in fifteen years. Examining the three main influence sources identified from consumer socialization literature, peer, parent, and media sources, the results differ from past models. The female teens perceive parental influence as a negative influence on clothing interest, contrary to past findings. Peers and media are perceived as positive influences on teen clothing interest as in past models. The results signify the need for marketing researchers to continue to investigate the dynamic nature of consumer socialization.
- The Eclectic Paradigm of Salesperson Compensation: a New Framework for Investigating the Role of Salary versus Commission
- Numerous researchers, employing theories from either psychology or economics, have investigated the circumstances under which firms are likely to adopt salary-based versus commission-based compensation plans. This study integrates the most common theoretical bases of salesperson compensation literature into a broad framework labeled the Eclectic Paradigm of Salesperson Compensation (EPSC). The EPSC proposes that there is a positive association between a firm's salary orientation and resource commitment, and a firm's salary orientation and firm control. There should be a negative association between salary orientation and dissemination risk, and salary orientation and salesperson motivation/performance. Twenty-three hypotheses originating from the EPSC were tested using a pretest sample of 48 real estate salespersons and a test sample of 311 real estate salespersons. The data were analyzed using common factor analysis, logistic regression, multivariate analysis of variance, and median tests. Of the 23 hypotheses, 10 were supported, 7 were partially supported, and 6 were not supported. The results suggest that the eclectic paradigm of salesperson compensation is a promising initial step toward developing a comprehensive model for understanding the determinants of salary versus commission.
- Differences in Marketing Mainstream and Independent Feature Films in the United States (1990-1995)
- The purpose of this study is (1) to examine mainstream studio films and their marketing (2) to examine independent films and their marketing (3) to explore the marketing challenges of independent films (4) to explore new developments in independent film and the emergence of crossover films (5) to explore the benefits of alliances between the major studios and independent film distributors (6) to examine the diminishing differences between major studio films and independent films.
- Continuity Expectations in Vertical Marketing Systems: a Dyadic Perspective of Domestic and International Franchising
- An emerging paradigm shift in the marketing discipline has prompted renewed research interest in the nature and scope of exchange. A common theme in the research to date is a departure from the traditional transactional orientation to a relational perspective of exchange. The relational emphasis is particularly germane to contractual Vertical Marketing Systems (VMS) where the emphasis is on long-term, mutually beneficial interaction between various channel members. The franchisor-franchisee relationship, a type of contractual VMS, is governed by norms that impact system efficiency and effectiveness. Despite the unprecedented growth of international franchising systems in the marketplace, a paucity of empirical attention has focused on cross-national franchisor-franchisee relationships. With many U.S.-based business format franchisors penetrating foreign markets, the primary purpose of the dissertation is to provide insights into tools which franchisors, and franchisees can use during the evolution of the exchange relationship. To identify differences across geographic boundaries, the dissertation simultaneously studies domestic and cross-border franchisor-franchisee relationships.
- [News Clip: Refunds]
- Video footage from the KXAS-TV/NBC station in Fort Worth, Texas, to accompany a news story by reporter Bob Siegel about year-end discounts and price guarantees. A representative from Highland Appliance and customers including Jim High are interviewed. The story aired at 10:00 P.M.
- Positioning Strategies of Financial Services Firms in Ghana: A Case Study Approach [Presentation]
- Presentation for the 2015 University of North Texas (UNT) Student and Faculty Research Symposium on African Studies. This presentation discusses a case study approach to positioning strategies of financial services firms in Ghana.
- Positioning Strategies of Financial Services Firms in Ghana: A Case Study Approach
- Paper accompanying a presentation for the 2015 University of North Texas (UNT) Student and Faculty Research Symposium on African Studies. This paper discusses a case study approach for positioning strategies of financial services firms in Ghana.
- The impact of leisure travelers' characteristics on hotel Website attributes preference.
- Travel is now the largest online business-to-consumer product in the United States. Online hotel bookings are the second largest segment of online travel. Leisure travelers online spending will increase dramatically from 2002 to 2007. However, a majority of hospitality companies do not currently take advantage of the Internet as the cheapest and most efficient distribution medium. The purpose of this study examined leisure travelers' demographic and psychographic characteristics, online booking and travel frequency that influence travelers' desired hotel Website features and functions. The results found out that demographics (gender, occupation, and ethnicity), and psychographics (travel benefit sought), number of leisure travel trips per year, and number of online hotel bookings per year have impact on hotel Website attribute preferences.
- Mexican Americans: An Economically Significant Ethnic Market Segment
- The area of ethnic market segmentation has received little attention from practitioners or academicians of marketing since most minority groups immigrating to the United States have gradually assimilated the cultural norms and values, and thus the market behavior, of the American society as a whole. Preliminary investigation, however, indicates that Mexican Americans are an exception. To discover whether Mexican Americans represent a true ethnic market segment of economic significance, this study examines and analyzes several aspects. First, to determine whether Mexican Americans represent a true ethnic segment, the following aspects of their cultural norms, perceptions, and values are investigated: their distinct and unique identity, the continuity and consistency of their adoption and use, and the degree of their influence. Second, to determine whether Mexican Americans constitute an ethnic market segment, grocery shopping behavioral patterns are examined. Third, to ascertain whether Mexican Americans represent a substantial ethnic market segment in terms of the number of consumers and the amount of money spent, relevant demographic and socioeconomic characteristics are presented and analyzed. Fourth, the impact of an economically significant ethnic market segment on marketers and marketing institutions is assessed. Due to the nature of this study, emphasis is placed on the collection of primary data, which has been obtained through personal interviews with 115 consumer respondents and eighteen grocery store owners and managers. Secondary data, gathered from reports of the Bureau of the Census, various periodicals, journals, and books, are used to establish cultural, demographic, and socioeconomic trends.
- [News Clip: TCU Fever]
- Video footage from the KXAS-TV/NBC station in Fort Worth, Texas, to accompany a news story.
- [News Clip: Petroleum]
- Video footage from the KXAS-TV/NBC station in Fort Worth, Texas, to accompany a news story.
- [News Clip: Kreps]
- Video footage from the KXAS-TV/NBC station in Fort Worth, Texas, to accompany a news story.
- [News Clip: Landry]
- B-roll video footage from the KXAS-TV/NBC station in Fort Worth, Texas, to accompany a news story.
- [Photograph of L. W. Ferguson, 2]
- Photograph of L. W. Ferguson, a Marketing major at North Texas State University (now the University of North Texas). He is standing in front of a wall and looking at the camera. He is wearing a suit and tie.
- [News Clip: Kreps]
- B-roll video footage from the KXAS-TV/NBC station in Fort Worth, Texas, to accompany a news story.
- [Photograph of L. W. Ferguson]
- Photograph of L. W. Ferguson, a Marketing major at North Texas State University (now the University of North Texas). He is standing in front of a wall and smiling at the camera. He is wearing a suit and tie.
- [Photograph of L. W. Ferguson, 3]
- Photograph of L. W. Ferguson, a Marketing major at North Texas State University (now the University of North Texas). He is standing in front of a wall and looking at the camera. He is wearing a suit and tie.
- QR Codes: Best Practices and Tips to Help Libraries Market Valuable Electronic Resources
- This presentation discusses Quick Response (QR) codes. QR codes leverage the power of smartphones to connect digital data to real-world surfaces. The author provides tips and best practices to help libraries market their valuable electronic resources using QR codes.
- Which Senses Matter More? The Impact of Our Senses on Team Identity and Team Loyalty
- This article examines the relative impacts of the five senses on team identity and team loyalty.
- [News Clip: South Dallas study]
- Video footage from the KXAS-TV/NBC station in Fort Worth, Texas, to accompany a news story.
- [News Clip: Student Life magazine]
- Video footage from the KXAS-TV/NBC station in Fort Worth, Texas, to accompany a news story.
- [News Clip: Fantasy fest]
- Video footage from the KXAS-TV/NBC station in Fort Worth, Texas, to accompany a news story.
- So We Have a Brand, Now What?: Modernizing and Marketing an Ask Us Service at an Academic Library
- This presentation provides an overview of the redesign of reference services at UNT Libraries using brand research and marketing strategies.
- [News Script: Chambers]
- Script from the WBAP-TV/NBC station in Fort Worth, Texas, relating a news story about the Dallas and Fort Worth Chambers of Commerce discussing a proposed marketing plan for North Texas during a news conference in Arlington, Texas.
- The Federal Trade Commission’s Regulation of Environmental Marketing Claims and Related Legal Issues
- This report examines the Federal Trade Commission's (FTC's) role in regulating environmental marketing claims under the FTC Act and other federal laws. It begins with an overview of the FTC's enforcement powers under the FTC Act, including their potential extraterritorial application to unfair or deceptive claims made by foreign entities outside of the United States' territorial jurisdiction. It then examines how the FTC has exercised its powers under the act and other laws in the environmental marketing context. The report concludes by considering legal issues potentially implicated by regulating environmental marketing claims, including questions involving the First Amendment, international trade law, and federal preemption of state law.